Account Executive*

Location: Germany

Position Purpose

The Account Executive* is responsible for managing relationships and selling Software AG’s entire solutions portfolio into a territory of enterprise accounts (>1B. € revenue). The Account Executive* acts as a strategic advisor for customers, using consultative and value-based selling techniques and interacting with line-of-business and IT decision makers in their account base.  The Account Executive* effectively leverages internal resources such as Sales Engineers, Inside Sales, Consultants, as well as selected partners to successfully generate qualified opportunities, win new or build on existing business, establishing a long-term closed partnership with key customers.

Essential Job Functions

• Achieve/exceed quarterly and yearly revenue targets using approved SAG business planning, account management, opportunity management, and monitoring processes tools
• Penetrate existing and new accounts and sell to relevant decision makers (LOB and IT) with a solution-oriented approach
• Regularly meet with customers to understand their business and key drivers
• Working directly or with the Partner Manager, generate incremental revenue opportunities, e.g. demand for licenses and related services through a customized, value-led approach
• Proactively facilitate territory- and account-planning and execution, including a penetration plan as well as coverage plan
• Create, qualify, develop, control and close new opportunities
• Adopt the appropriate methodology to selling (which one?)
• Create an environment of collaboration with both the customer and virtual sales team
• Coordinate Software AG resources and partners to successfully manage complex relationships and sales cycles with the assigned customers
• Educate and inform customers on key market trends, tailor solutions to challenge their approach to key corporate priorities and create a value proposition
• Take control of the sales process rather than simply following the customer’s process
• Understand Software AG’s products, services and competition and increase the value that customers attach to our unique capabilities
• Keep current with developments in the particular market or industry segment

Skills and Experience

• Experience selling software or SaaS based solutions
• Understand and leverage value-based selling
• Proven track record of meeting and exceeding sales quotas
• Excellent communication skills and interaction with internal/external customers
• Experience developing and presenting clear and concise sales briefings/meetings
• Team player and able to take direction from Sales Management
• Demonstrated understanding of market disciplines, competitive landscape and current technologies
• Personal commitment, strong leadership skills and experienced working in a collaborative environment
• Target and success oriented with “can-do” attitude
• Ability to drive deal size and carry out detailed ROI analyses
• Fluent in English and German

Education

• BA/BS degree or equivalent and familiarity with internet technologies
• Basic understanding of Enterprise Integration, IoT, Business Process Management and digital transformation technology and marketplace

Key Sales Competencies

• Account Management
• Value Creation
• Negotiation Skills
• Relationship Building
• Commercial Awareness

* f/m/d – diversity matters! 

Interested?

Please only apply online. Your application should include a short motivation letter, a CV and your references.

Your contact:

Michelle Benstead, Talent Acqusition Manager DACH, e-mail: michelle.benstead@softwareag.com